Sales Fundamentals

 In Sales, Sales Prospecting

Sales Fundamentals

coursedetailsSome people are not able to sell well. Every business owner, consultant and professional service provider must be able to close the deals they need.

Here’s what you need to do

1. Pay attention.

It’s worth repeating the 80/20 rule: Listen 80 percent and talk 20 percent. Your job is to meet your customer’s needs. But if you don’t stop talking for long enough, you won’t be able. Ask lots of questions and make notes. This will force you to pay attention and ensure you retain important information. Take a seat at the edge of your chair and listen to what your prospects say. A big sale could be in your future.

2. Ask questions first, present later.

You must get to know your prospect’s needs, wants and feelings 100% so that you can present the best possible presentation. To ensure you don’t give away all the good news on page 1, ask questions. This will help build trust with your prospect by showing that they are more important than your desire to sell.

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3. Do not assume you know what your needs are.

You should listen to your prospects and not assume that you know what they want. If you give product or service recommendations to prospects without consulting them, it could be questioned your competence and intentions. Your prospects are the best people to know about their businesses and products. You can benefit both of you if you give them the chance to share their knowledge.

4. Determine your budget.

You and your prospects will be able to make a more informed buying decision once you know what they can afford. Assure your prospects that you will do what is best for them, regardless of how small their budget. Your customers will reward you for being honest and reliable with small orders. If your prospect is uncomfortable talking about money, you can ask them for a rough figure and then work from there.

5. Learn about the decision-making process.

Presenting requires a lot of time and effort. Make sure to reward yourself with sales. Although it may take longer for all d to be reached, trying to sell to those who are not decision makers is a waste of time. Instead of trying to sell to the wrong people you should spend your time building trust and rapport with gatekeepers who have the keys to the decision makers office.

6. You don’t have to be too involved in building relationships.

Selling professionals who make too many friends with prospects could be doing more harm that good. Prospects want someone who is a reliable business partner, an industry resource, a problem solver and an honest person to talk with – not a golf buddy. Instead of displaying a winning personality, impress prospects with your expertise and honesty.

Sales Fundamentals


Prospecting for new leads and buyers. Prospecting is a collaborative effort between sales and marketing teams to find potential customers or leads. Prospecting involves thorough research of target customers in order to understand their needs and decision-making processes.


Matching potential offers with customer needs is possible by learning about the needs of specific customers. Sales reps frequently meet with potential customers at this stage to learn more about their buying habits and needs. Reps can also identify key decision makers.


Present the offer to the prospect. The presentation phase usually involves direct communication and interactions between sales and potential customers. To win the trust of potential buyers, sales and marketing must collaborate to create the right messaging. Leads should be able to communicate with their representatives about any concerns they may have.


Finalising the deal. Closing a deal involves addressing all final concerns and verifying the details that will ultimately lead to the customer buying. This could include adjusting the pricing or proposing a plan.

Follow up

Keeping in touch with customers. To maintain long-term relationships and increase revenue, it is important to follow up. Sales teams must continue to communicate with customers after a sale has been closed.

Last Thoughts

It is easy to talk about yourself, your product and your viewpoint. You’ll be much more successful in generating interest, credibility, and momentum through your prospecting, qualifying presentations, closing, and closing.

Focusing on activities alone is often a mistake in sales organisations. Organisations that only focus on activities miss the key to success for every sales professional who is consistently successful. Perhaps your goal is reach five new prospects each day and to follow up with five prospects every week. It takes focus and discipline to hit that number every day. However, these activities can be the most important thing to do to feed your pipeline, and reach your quota.

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